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When most of us hear the phrase "cold calling" they normally associate it with fear and rejection. Is there is a way to calm and confident cold calling?

Imagine you’re a fisherman looking for a fish to catch, but a very special kind of fish for your aquarium. That fish is your lead—and in order to catch it, you’re going to have to follow a specific procedure which can be compared to your sales steps. 1. Create some criteria. You need to know ...

A Key Account is a person or a group of people with whom your business has built more than just a standard business relationship, based on the trust level. Key Account Management (KAM) defines the full relationship between your business and your customer. It revolves around handling the customers who play a strategic role in ...

Achieving sales quotas is on the to-do list for every salesperson. It’s the end of the year, and you take a look at your quota, and typically see one of three things. You’re either desperately trying to make up the last little bit of your remaining goal for the year, happy that you’ve made or ...

Motivation—the driving force shooting you into action! It triggers what you stand for and ultimately who you become. If we all have the same motivational direction, we enhance it mutually with close to no effort. But what do you do if someone’s motivation is focused another way? A labyrinth of dead-ends grows from generalization. The ...

Sales process is one of the most important subjects in sales, and is often skimped on or ignored. But per statistics, sales process directly impacts sales performance.

The FAST principles were developed by Gordon Tredgold, who is interviewed on the topic by John Golden. FAST principles are a combination of focus, accountability, simplicity, and transparency that can be utilized by business to achieve success and drive results. This expert sales interview explores the FAST principles Focus (on the goals) Accountability Simplify (to ...

Wouldn’t you love to know the secrets to a perfect close? It sounds too good to be true, right? James Muir, interviewed by John Golden, reveals the secrets to an excellent close that is nonconfrontational, no pressure, and moves at the speed of the buyer to increase your final close rate. This expert sales interview ...